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Purpose of Role
Contribute towards the success of National & Regional plans by managing and developing a sales area of on-trade accounts, delivering stretch brand and portfolio targets.
Deliver QDVPPP (Quality, Distribution, Visibility, Promotion, Price, Persuasion) sales drivers for the business.
Pro-actively seek ways to ‘re-invent the on trade’.
Feedback on key issues and trends affecting the sales area and suggest actions.
Role Dimensions
Manage and develop QDVPPP levers across approx 200 core on-trade outlets in sales territory
Manage and evaluate area brand development and promotional budgets
Build relationships across the business and with Regional/National Wholesalers, Trade Associations, Customers and Consumers.
Key Accountabilities
Develop and execute a territory sales plan, ensuring clear fit with National & regional plans.
Deliver specified KPI’s including:
Brands & Category Development Initiatives
Annual call targets
Work with core accounts within area to develop broad ‘business partner’ relationships and provide a foundation for QDVPPP objectives
Develop and manage local marketing activities (e.g. radio, papers, events, etc.), including creation of locally based brand opportunities.
Maximise Diageo brand exposure within area utilising a variety of contact methods (e.g. wholesaler, telephone, trade networks, etc.)
Gain important consumer and trade insights and share with relevant internal contacts (e.g. Technical teams, RSM, RD, Marketing teams, etc)
Maintain accurate callage records and outlet details and full compliance to Siebel operating procedures.
Plan, execute and evaluate all operational and promotional activity to ensure optimum performance, value and return.
Share learning with relevant internal colleagues across sales and marketing business
Relationships
External
Customer contacts across territory
Trade Body contacts
Wholesaler, C&C and National or Regional account contacts
Internal
RSM & Regional Management team
Field Trainer
On & Off trade BDEs
Commercial Planning & Sales Operations
Customer Development Managers / Account Development Managers with customers on region.
Organisational Capabilities
Finger on the Pulse
Ability to identify emerging trends on area and communicate that knowledge to key contacts within team and Head Office.
Mass Customisation
Able to tailor activity at outlet level taking into account both customer and GUDV GB objectives.
Capture Space
Ruthless in ensuring that all QDVPPP objectives are met with customer base.
Managing For Value
Baseline – aware of financial principles and applies them within own role.
On Premise Leadership
Baseline – able to build professional, credible relationships with on-trade partners and develop profitable programs.
Consumer Insight
Baseline - understands consumer types, attitudes and trends. Able to use knowledge and data effectively.
Qualifications & Experience
Graduate calibre
Commercial experience and understanding – either ‘business to business’ or’ business to consumer’, preferably within FMCG environment.
Understanding of the total alcoholic drinks market
Full clean driving licence.
Functional Capabilities
Demonstrate high level self-organisation and good time management. Can prioritise complex tasks and ensure deadlines are met.
Presentation skills
Influencing skills
Ability to plan and execute activities
Time management and organisation skills
Evaluation, analysis and report writing skills
PC Skills
Preferred
Local geographical knowledge
Basic Marketing understanding
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